Senior Commercial Account Executive - Montreal - Trackforce

Description

At Trackforce, we are transforming how physical security operations are managed around the world. As the leading SaaS platform for physical security workforce management, we provide security companies and organizations with a streamlined solution to manage their guard forces, respond faster, operate more efficiently, and reduce costs — all while staying focused on safety and protection.

We support 4,600+ clients across more than 50 countries and are proud to be a growing team of 300+ professionals. With our headquarters in Dallas, Texas, and Centers of Excellence in Montreal, Quebec and Wroclaw, Poland, we collaborate across regions and time zones in a hybrid work environment that combines flexibility, connection, and meaningful impact.

As a Senior Commercial Account Executive, you will be responsible for driving both new logo acquisition and growth within your territory and across a defined book of high value named commercial accounts. This role is designed for a high‑performing seller who can balance velocity‑driven new business with strategic account ownership and expansion.

You will manage more complex deal cycles, engage regularly with senior customer stakeholders, and play a key role in expanding product adoption and contract value within your named accounts.

This role is ideal for a seller who has demonstrated consistent quota attainment, strong account management instincts, and the ability to run more sophisticated commercial sales motions.

Core Responsibilities

• Drive new logo acquisition within the commercial segment, managing the full sales cycle from prospecting through close (typically 30–90 days, with some longer cycles for larger accounts).
• Build and execute account plans for named accounts, identifying expansion opportunities across additional modules, users, and geographies.
• Upsell and cross‑sell within existing accounts by developing strong, trusted relationships with customer stakeholders, including Directors and VP‑level buyers.
• Serve as a strategic advisor to customers, helping them maximize value from the Trackforce platform and aligning solutions to business outcomes.
• Deliver tailored product demonstrations and presentations aligned to customer needs, industry requirements, and use cases.
• Collaborate closely with Customer Success and Professional Services to ensure smooth onboarding, adoption, and long‑term account health.
• Be the captain of your territory and drive targeted campaigns and account‑based initiatives for both new and existing accounts.
• Maintain accurate forecasting, pipeline management, and account notes in Salesforce and related tools.
• Negotiate pricing, contract terms, and multi‑year agreements in alignment with company guidelines.

Required Qualifications

• A minimum of 5 years experience selling SaaS software solutions to Mid‑Market accounts
• Familiar with various Sales methodologies – MEDDPICC, Challenger, Command of the Message, J Barrows
• Ability to thrive in high‑volume sales environments, with a focus on quick turnaround and deal velocity
• Proven track record of meeting or exceeding sales targets in a fast‑paced commercial segment
• Experience working with CRM systems like Salesforce to manage sales pipeline
• Experience with Sales Engagement platforms – Outreach, Salesloft, Gong Engage
• Resourceful and self‑reliant in sourcing leads and target accounts leveraging platforms such as ZoomInfo, Lusha, and Apollo
• Skilled in Excel, PowerPoint. Ability to structure compelling customer proposals.
• Solid business acumen and business knowledge required to research customers and potential accounts
• Experience building relationships with senior executives (C‑level, VP, Director) and influencing business decisions
• Excellent negotiation skills and experience with pricing large contracts and multi‑year agreements
• English as the primary business language
• Ability to provide professional and customer references
• Plus: Business proficient in French and/or Spanish is a plus
• Plus: Experience with selling software to Services Industries (Physical Security, Hospitality, Local Government, Higher Education, Retail, Healthcare, Local Law Enforcement).

Working at Trackforce

At Trackforce, we operate in a hybrid model of work, offering flexibility to balance in‑office collaboration with remote work. This approach allows our teams to stay connected while maintaining autonomy and work‑life balance. We are highly focused on delivering value to our customers, and our recent merger has strengthened our position as the market leader in security workforce management software.

Planned office relocation (April) near McGill University in Montreal, offering a more central and accessible workspace.

Benefits We Offer

• Hybrid and flexible work model
• Three weeks of vacation starting in your first year
• Paid sick days & family obligation days
• Comprehensive health & dental coverage from Day 1
• Mental health & wellness support
• Life insurance, AD&D, long term‑ disability & critical illness coverage
• RRSP & DPSP with employer matching
• Employee referral bonus

At Trackforce, we are committed to providing an inclusive, respectful, and discrimination‑free workplace. We do not tolerate discrimination or harassment of any kind and make employment decisions based on qualifications, merit, and business needs. We proudly comply with local employment laws and are an equal opportunity employer in all locations where we operate.

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